Spotlight on Saundra Uy: Rainmaking Is for Everyone!

As a Tax Member and Director of the Small Business Department at Suttle & Stalnaker, Saundra Uy’s experience is strong and diversified. But in spite of almost 25 years of professional accounting experience under her belt, she was still a little uneasy when it came to rainmaking. When Saundra signed up to participate in the Inovautus Consulting-led ConvergenceCoaching Rainmaker Development Program®, she came in with the intention of unraveling a mystery.

Finding the Right Path

Throughout her career, Saundra struggled under the weight of a few misconceptions around business development. First, she believed that her quiet personality just wasn’t conducive with rainmaking. Second, she assumed that her role, which kept her in the office most of the time, prevented her from becoming a business developer. “I didn’t really know where to start;” said Saundra, “I wasn’t sure how to network from the office, and my lack of formal business development training meant I didn’t have a path toward success. I had hit a wall.” Enrolling in the Rainmaker Development Program® (RDP) was the first step in getting on the right path. Once she joined our rainmaking team, Saundra says, “I got just what I needed. I learned an approach where I could consistently apply the skills I was learning.”

Overcoming Objections

Before entering the RDP®, Saundra admits she had some intimidation around business development. She believed that

• setting lofty goals would only expose her to failure, 
• rainmaking was meant for the entrepreneurial minded, and 
• the activities necessary for success would take too much time away from her tax clients.

These assumptions slowly faded throughout the 6 months of in-depth, relatable training she received in the program. Saundra got the structure, examples, and feedback that she needed to set and meet behavioral goals. She was able to focus on who would best fit in her network and how she could leverage tools like LinkedIn and her connections to both grow her business and offer her expertise to others. However, probably the most surprising to Saundra, she found out that she could weave the threads of business development into her current practice. The RDP® encouraged Saundra to continually seek opportunities (in a service line she hadn’t thought possible!), and those opportunities turned into business closed.

Business Development Takeaways

When asked about her favorite “Aha” moment of the program, Saundra credits the program as a whole. “I didn’t have a single moment; it was a reflection. The program was broken down into 6 focus areas around proposals, target clients, internal marketing, thought leadership, networking, and sales. We were encouraged to think broadly but hone-in on a few goals in each rainmaking area. This practice helped me find a well-rounded approach that wasn’t overwhelming.”

“I encourage anyone who is ready to take a step toward personal and professional growth to enroll in this program,” said Saundra. “Beyond that, I encourage firm leadership to get excited about rainmaking. Part of the new success I’ve found within my firm is around internal marketing. Getting other partners excited about what I’ve been doing has become an extension of my network. In this scenario, everyone wins.”

We want to thank Saundra for her candid review of the program and what the experience has taught her. If you can relate to Saundra or are wondering what business development training can do for you, please reach out. We can help match your firm and professionals to the right program experience.